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FLEXO Magazine : January 2009
PLANTS & PROCESSES Economic Times By Roger Bostdorff T he mortgage industry is in disarray. The stock mar- ket has dropped substantially. Unemployment is up. Manufacturing jobs in North America are decreasing in large numbers, while the former Big Three of the auto industry are each being challenged for sales and profits. President Bush and Congress signed off on a $700 billion (really $850 billion) bailout to Wall Street and the financial institutions. All of this is indicative that the economy might be in for a real serious chal- lenge for 2009. “Woe is me, woe is me,” says the salesman/manager that is attempting to make his sales objectives in the flexo printing marketplace. When the economy gets challenging, companies look for ways NOT to spend money. Sales cycles stretch out and the average salesman/order taker does not succeed. When the economy is good and the market is growing, a back slapper can make his objectives. However, when times get tough, a good and successful salesman will be doing more than back slapping and telling jokes with his customers to win the business. 42 FLEXO JANUARY 2009 Getting the business is great but determining you are not investing your time wisely is also very positive. So how does one salesman succeed in hard times while the other salesman cannot make it? He can always cut the price, right? Over time, all that does is generate less profit for his em- ployer and eventually downsize the company including the sales force; we have already had too much of that. He can get more balls in the air (find more opportunities). However, if the sales cycles get stretched out, this just generates more work and still minimal additional sales. www. f le xography. org Selling In Tough
End of Year 2008